1. PRESENTATION
SKILLS
Handling Q&A sessions

2. • Questions are the interactive
element of your presentation. They
give you a chance to respond to the
Why are concerns of your audience by
questions adjusting your presentation on the
fly.
and your • Plus, you can take each one as an
responses opportunity to support your
argument and reinforce your
so message.
important? • It's also an opportunity to learn more
about your audience and give them
a chance to see you think on your
feet.

3. What's the best way
to prepare for
questions?
Start by anticipating questions that
might come up. What questions are
likely to be prompted by your
presentation?

4. Once the questions
start coming, what
should you do?

5. First, listen to the
Make sure you hear and
question. You may have
understand the full
to go beneath the
question before
surface and read
answering.
between the lines.
Don't pre-empt the
Ask for clarification of
questioner by answering
anything you don't
before the question is
understand.
fully stated.
Be straightforward. If you
don't know the answer,
don't guess. Admit you
don't know; offer to get
the answer and provide
it to your questioner.

6. Raise
Your A technique to keep
people from shouting
Hand out questions, rather
than allowing you to call
on selected people, is
to raise your hand while
you ask for questions.

7. Avoid the Deadly One-on-One
In the worst cases, the question and the follow-up comments
from the questioner cannot even be heard by the rest of the
audience.
Your audience quickly loses interest
your focus on the questioner who is rebutting your answer
leaves all the other questions unasked and unanswered.
More importantly, you still risk appearing defensive,
unprepared, or less than expert on your subject matter.

8. Repeat or Rephrase
Could you repeat the question, please?
• Repeat the question before you answer it.
• Even better, rephrase the question so that your response can be
presented as a positive.
• Nod with your head to convey a feeling of acceptance for what you are
saying to the audience
• One of the most important benefits of repeating or rephrasing the
question is that it can buy you time to discern the real question or
objection and to formulate an effective response.

9. Jump, 1-2-3
The most carefully crafted
presentation, delivered by an
expert public speaker, will still
face an occasional disruptive or
negative questioner who has
their own agenda. The Jump, 1- If there are no other
questions except for
2-3 response can save you. Immediately take a rebuttal from the
another question, if original questioner,
possible, from the side announce that you
of the room away from are out of time and
Finish the answer as the original thank the audience
far away from the questioner. as you move to exit
original questioner as the stage.
possible, by moving
your eye contact to
JUMP! Move your someone of the
eye contact to opposite side of the
someone on the room.
opposite side of the
room as you begin
to deliver your
response.
Rephrase a
negative
question while
maintaining eye
contact with the
questioner.
•Subtly, nodding
your head up
and down while
you do so will
imply that the
questioner
agrees with your
rephrasing.

10. The listener who is still
resistant—no matter what.
• Stay calm at all costs. If you return the fire, you'll only encourage
more negative behavior.
• Don't judge your entire audience by the reactions of a few, who may
not represent the views of everyone. People who interrupt, loudly
disagree, or become combative are likely to offend others in
the audience as well.
• Be sure to address the issue only. Don't put the individual on the
defensive and certainly don't criticize anyone personally.
• Look for areas of agreement you can build on. You can
acknowledge the other person's point of view without agreeing with it.
• Stay within the immediate discussion. Avoid offering more facts
or opinions that could trigger more disagreement.
• End the discussion by saying simply that you've explained your
position, but now it's time to move on. You can offer to discuss the
issue further after your presentation.
• Make it clear that time is short and that you want to stay focused on
the day's agenda.

11. If someone starts to
dominate a Q&A session,
respond to the first question or comment,
then move on to include other people in
the interaction.
Make sure no one else has a question,
before you come back to the same person
or call an end to the Q&A session.

12. If the question is totally irrelevant, allow it if it serves your
interest. But again, keep your answer short.
General Tips
Be quick to correct a questioner who wrongly paraphrases
something you said or makes an assumption you don't share.
Don't be led into giving yes-or-no answers if you'd rather put
your answer in context.
If someone missed something you said in your presentation,
repeat it briefly.
Even if you've already answered the question, respond again,
being careful not to embarrass someone

13. If there is no
questions:
You can grab the
chance and turn
the table on them
Emphasize
important points
raised in your
presentation

14. Eye Contact

15. Gathering
your
thoughts
Holding
Slowing eye
Thinking
down your contact is clearly
pace
important
for
Rememberi
ng what to
say

16. one person for
certain period
Connect with
Till you finish a sentence
or a point, then you
move to another person

17. The goal is to
connect to small Avoid looking to
group of people everyone in the
First, than slowly room without
move to the connecting to
other side of the any one.
room.
Talk to one
Avoid jumping
person at a time
eyes from one
than when you
side to the other
finish with him
in the middle of
move to another
a sentence
person

18. Hand Gestures

19. People become
self conscious
about their
hands while
they are
presenting

20. Natural
movement
What to
Stress
important
do with Mark
ideas
points their
hands
Show
positions

21. Gesturing
all the time
will be tiring
to people
Resting
position for
your hands
while not
gesturing

22. • Avoid:
• Behind the
Resting back
• Pockets
position • Hips
for your • Folding your
arms in front of
hands you
• Base line
while not position:
• By your side
gesturing • Resting above
the built